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hey I really appreciate it but I've already got somebody I've been using for the last 8 years I'm good go is this important pretty important to me I need to sell some today okay okay come here come here real quick let's bust this up for 30 seconds beening to fast got my foot up on the gas Full Throttle till I crash I'm back with the Vengeance you going to see me end this what you do huh Auto auto auto auto I'm going to try something else ready come here come here come here come here here all right come here he says he does Auto how long youve been selling for uh about 12 years okay we got a veteran I've been waiting to get a veteran all right so guys can I ask you a question if you selling face to face is easy isn't it selling on the phone's a little more difficult isn't it hey people don't like what you say click they just be rolling out now I'm going to ask him some questions okay if right now we didn't have a customer on the showroom for are you a sales guy or manager manager oh this is even better you know how God gave me such a gift I got a manager of 12 Years okay and by the way listen to me hey we're not going to judge him but I'm going to give him the opportunity to show up and he's going to grow okay he's either going to blow our minds or he's going to grow one of the other things are going to happen right now we don't have a client on the showroom for we need some deals am I right right okay so we go ahead and we print out a list of all the people that bought a car in 2019 or 2020 right did these people make pretty good deals on cars yep they weren't a part of that big giant pay 20 grand over price range deal right so we know these people got a good deal so we're going to print out a list of these people and we're going to call them is that cool cool okay I'm going to be a customer that answers the phone I want to see if he can talk me in to coming in and buying in a car is that cool guys it's called cold calling remember I told you the phones if you either you're selling something looking for something to sell or you're training to get better all right right here we go he calls me and I bought a car there in 2019 hello hey is this Andy is Andy hey Andy how you doing this is over here at Volkswagen hey man real quick me get to the point the reason why I'm reaching out is that uh Volkswagen as you know because you drive the BR we still a very Grassroots company so what they want is is they want their current customer to drive in their newest product and what they do is in order to do that they want to take your car in for top, so to pay you the most in the market give you the best deal using some loyalty money to put you in a brand new car so that we can see that car out on the road rather spend a ton of money on advertising and all this other type of stuff we like to do is so you can be out there and continue to R for brand with the Great Stuff interested in that at all okay so hold on so you've been talking for about 45 seconds I ain't said a word okay to me if I ain't said a word in 45 seconds there's a good chance there's going to be a hang up in there or I'm just going to be now by the way I'm not being negative okay let's say I'm still on the line hey I appreciate it um I'm not interested I like my car what you like about your car you guys sold it to me I love it thank you specifically though what do you love about your car you got to have something yeah it just it was everything I wanted it drives great everything's still good not one thing you don't get in that's just like man I just love that radio man I just love the ti dude I'm happy just happy mhm well that's awesome because what we did is we took what you're happy with we made it better okay all right hold on hold on now I'm going to ask you a question right what do we do in selling are we Master communicators guys do you understand he's not selling me anything his job is to help me his job is to get me interested number one if you're going to call call call somebody there has to be a point in which you say something that's interesting to them I'm he's just pitching me I'm not negative I'm just saying he's pitching me okay and by the way whenever you call people you have to get them to interact guys can you withdraw money out of the bank account if you don't deposit money into it no no you can't withdraw that money if you don't deposit money some of you guys like this I'm like that's why you're broke you keep trying to pull money out you're overdrafted you ain't putting that in okay listen deposit withdraw deposit withdraw right are you ready answer the phone you ready ring ring ring ring hey what's going on this is Andy down here at ABC Motors you bought your last car from I was reviewing your account I need about 30 seconds of your time it's extremely important can I get 30 seconds yes there's the first chest beautiful hey number one do you still have the 2019 total Corolla you bought from us back in 2020 you still got it still do beautiful the question number two that I was going to ask you my general manager want me to personally reach out if you still have the vehicle he wanted me to ask you one question if he was willing to offer you more money more money than what your car was worth would you mind if I told you how much that was can I tell you can I tell you is he saying yes make it easy to say yes to hard to say no to make it the client's idea every single time is he saying no or yes how am I doing that hey guys what's going on it's Andy a lot of you leave comments tell me that you need help do me a favor I'm going to tell you the best way to get a hold of me shoot me a text message right now 91821 0254 91821 0254 I'll help you with whatever you need I got your back for life let's get back to the video well number one I'm trained I'm trained number two I know how to sell and how to sell is to communicate communication is the disconnect between people spending more money and then people not spending money the way we communicate stuff with them hey my name's Andy Elliot down here at ABC Motors were you bought down ABC Volvo where you bought your last car from listen I was reviewing your account need about 30 seconds of your time it's extremely important can I get 30 seconds I want you to think about this I said I'm reviewing your account what account when he bought his last car I got his name the number okay hey by the way I was reviewing your account I need 30 seconds of your time how long is this going to take 30 seconds come on dog that takes 30 seconds but I'm going to get you and then by the way it's extremely important why would you say no if I said it was extremely important is this important it's pretty important to me I need to sell some [ __ ] that okay right hey what's going on Andy down here at ABC Motors I was reviewing your account need 30 seconds of your time extremely important can I get 30 seconds and what did I end it with I didn't say you want to buy something I said are you interested in trading no I say can I get 30 seconds well they say yeah I'll give you 30 seconds beautiful number question number one do you still have the 2019 total cor you bought from meth back in 2020 you still got it he's going to say no I'm going to say cool what do you got now okay so going to say yeah I'm going to say beautiful listen the second question I was going to ask you my general manager his name is Eddie he's an amazing guy you maybe met him when you were down here he wanted me to reach out and ask you one question if you did still have it which you do if he was willing and slow down if he was willing to offer you more money and I say it twice more money than what your car was worth would you mind if I told you how much that was I said can I tell you can I tell you they say yeah tell me I say beautiful tell me I'm getting them interested and I say cool let me tell you how this works everybody say let me tell you how this works let tell you how this works you're taking control I say beautiful man let me tell you how this works basically my general manager he's already paid over $200,000 in the last week overpaying for people's cars like yours he's getting so crazy we're about to put them in a straight jacket I just need you to come down for about two minutes I'm going to blow your mind and in the end it's completely your decision whatever you decide to do okay can you make it down right now or have to work be best go afterward tell me you're not interested I'm not interested okay no problem let me ask you a question real quick by the way I want to tell you thank you for being a valued customer it means everything does listen quick question if your home was worth a hundred grand hypothetically and someone was going to give you $500,000 for it would you give them two minutes of their time just two minutes would you yes I would good that's all I needs 2 minutes can you make it down right now would have to work be best I just want to reach out shake your hand look at your vehicle look I don't if you got a magic rabbit foot in your pocket but I'm going to blow your mind give you a crazy offer and in the end it's your decision I'm not going to ask you to buy anything I'm not going to ask you to do anything I just want to blow your mind I want you to come by the store for two minutes you'll be in out mind blown my name is Andy Elliott when we hang up I'm going to send a picture of me I'm going to send you our address which I know you already know where we are and I just want to find a time to meet with you for two minutes you think you can make it down today or tomorrow be better guys am I going to get an appointment more than likely what are your salesmen doing all day long could you imagine if they could say this you would have a showroom floor full of people that do this now when I'm on sitting there and I'm like okay I'll be there tomorrow at 2 what do you think starts happening in my mind I start thinking what if I get down there and they offer me a lot of money what will I buy all of a sudden you've toen someone who's not in the market to starting to think when I come down what am I going to do that's it you're literally bringing people in number one with trade-ins they don't owe too much money on your Company's trying to acquire more cars because the more cars they get the more money they make this is a car that's sitting in front of us we don't have to pay an auction fee we don't have to pay a transport fee it's going to come in and more than likely if the guy sells us this car the question is hey if we did offer you more money than your car was worth and we blew your mind what would you drive home in something newer bigger smaller lower miles better gas mileage more warranty what would it be he's like more warranty I'm like bam holy [ __ ] must be your birthday I just got something in it's like do you guys see it you know what I know listen this everything I'm teaching you right now ev Everything is called this it's all this by the way listen to me you know why I want to train your teenss well I want to train you art of selling doesn't exist anymore by the way if you want to be a closer this is a word that should actually be erased and called communicator a master closer is a master Communicator a closer is not some hardcore closer that goes in and slams his hand down and shuts a deal down it's somebody that goes into the room that sells like a lion acts like a lamb they don't even know a lion's in the room and the r lion is tearing them to shreds because the lion is prepared the lion has trained the lion lives for the journey and the hunt the lion knows how this is going to end it's going to end in our favor by the way a deal has to be good for two sides to be a good deal never forget that okay I don't like people one way me okay like a Deal's got to be good for me too well do you know what I think what most people are just asking for from salese just for us to wake up and be professionals that's I I think that's all they want you think people think stuff's going to cost a lot of money yeah they just want to feel good spending their money am I right dude if you guys want to be rich number one yes people need to understand your business understand systems and processes yes understand some inventory like product knowledge stuff stff but really our people a lot of them know product knowledge now but nobody knows people knowledge nobody understands how to get people to move or feel moved nobody gets people to feel a certain way to make them want to do business with you this is the missing key okay and Co killed this which is the best thing that ever happened because when Co came through it was the great reset of all companies that's how my company smoked everybody when everybody else got hit they started complaining then it got good they got lazy dude most salespeople in this industry have literally forgot how to sell they forgot how to close they became whiners they became complainers all they do is talk about what's wrong it's like dude it's like Co ripped the eyes out of the entrepreneur and gave them these like awful like negative eyes dude I can't believe how lucky we are everybody sucks right now and you got a chance to crush everybody Dude tell me what else you would do with your time other than sell or train or get in shape and take care of your family what else would you do nothing everybody needs a decide today today and and and go and go big like don't go small like like my wife did a two-year goal that we wanted to pay all this debt off and we hit it and it was the hardest thing I'd ever done in my life most fulfilling thing I'd ever done in my life my wife said we are going to go through a season of saying no we are going to say no to everything that doesn't in align with 2 years from now everything so if somebody's like hey man we want it no yeah and and I know CU that's weird because you guys are ass kissers you're crowd Pleasers you don't call your own shots you guys have the ability to be an entrepreneur is to create create the life you want you want to create the bank account you want you got to create the life you want so anyways we're role playing together right right if he was my manager and I asked him I said hey man boss I gotta I got to sell more cars well the phone it would be on the phone because there's not always going to be a customer sitting on the showroom for son you're going to have to use the phone so I would call a couple people and then they would hang up on me they wouldn't buy nothing nobody would come in and eventually I would stop calling on the phone I remember my manager told me when I was 18 years old he goes go work to service Drive walk over to service your best customers over there well they didn't teach me how to do it so I talked to four or five people they were all [ __ ] nobody bought nothing so I hated it so I literally walked back over to the used car lot and I stood by the gate again and they're like who's going to work service today I'm like screw that place but then I had a manager that showed me notice what did I say showed me okay hey hey you want to train your team you want to train yourself you want to close people who's the trainer you are if you can't show your people they can't do it okay he showed me he goes come on he walked over and he goes hey how you guys doing what you got in service guy's like I got a 2018 toor CW he's he goes awesome my name is Andy ellot Ed car manager just want to say hi hey by the way can we get you guys something to drink while you're waiting today dude I watched him as he he played the ultimate selling game in the world which is called reciprocity I watched him he go the guy goes no he goes no I got to get you something if you're going to be in our service drive you got to get get you something okay cold cup of water something hot I don't care I'll get you an empty cup I just got to get you something and he shook his head like this like you guys already know he's like got to get you something and the guy goes I'll take a cup of water he said good guys give me one second he walks he goes and gets a cup of water brings it back and I'm sitting there and as he hands it to him you know what I know now the guy owes him something he sat down with him he starts talking he says what do you got in service againin you got that Honda Civic beautiful awesome man where'd you buy it from did you buy it here buy it somewhere else he starts telling him how he bought it somewhere say go beautiful why do you serve it with us guys like you guys live closer to me he that's crazy man I wish we'd have had one when you were in the market he starts talking to him and he goes hey let me ask you a question I'm going to walk out to service real quick if I was willing to offer you he said the same thing goes if I was willing to offer you more money than what your car was worth like more money like this is what it's worth and I'm going to give you more would you mind if I told you how much that was could I tell you he didn't say would you trade it in would you sell it to me he said would you mind if I told you how much that was can I tell you and the guy goes yeah you could tell me he walked out to service he walked back in and he goes if I offered you more money than what it was worth let me ask you a question CU I think I can and he didn't even ask him what he owed or what it was worth or anything he didn't even say a number he goes what would you replace it with very simple common sense question something newer bigger smaller lower miles better gas mileage more warranty what would it be and he hit him with a smile and shut up and the guy goes probably something bigger and he goes something bigger like taller bigger like more that'll hold more people guy goes something with a third row he goes you know what you must have a magic rabbit foot in your pocket cuz it's your lucky day come here I got something for you he didn't even give him a number they didn't even talk about it this is how sales Works they walked over he goes Andy get that expedition pulled it up he shoved the guy in it we guy goes for a drive come back he goes he Andy go get the trade we're working a deal this and that guy bought a car and I realized that man no manager ever walked me over to service and showed me how to convert a client and that's why I could never do it and I hated it you know what I really hated some of you in here you have a fear of the phone you hate the phone because you're not successful at it and by the way if I went to the gym every day and I didn't get results I'd probably quit [ __ ] going to am I right think about it if you walked in the service drive and you worked it every day you probably not go over to service no more dude what I've learned is that we don't give people the skill that they need to even learn Inc competence creates confidence so if people don't get competence we wonder why our sales team never has enough confidence or why they never hit their numbers it's because they don't know how to get there so I just want to tell you like as you guys are thinking like how am I going to get to my next level like this is how by the way these rooms these rooms are made to mind shift you does that make sense guys training isn't something you did like oh went to training that's off the list it's like no like now total immersion if you ever want to really grow a big beautiful life become financially successful Beyond imaginable become obsessed with learning okay all right let's keep rolling let's control for a minute all right hold on why you pointing to him that's myy what's he sell he's a he owns a mechanic shop he's he's he's a diesel mechanic and he's wanting to grow his company get new accounts but he's having a trouble with a few objectives okay come here come here real quick let's bust his up for 30 seconds all right all right all right I'm going to go back down this road but listen I just want to say something what's your name Mike Michael Mike this is easy okay tell me this you're going to sell something you're upselling people on work that needs to be done or you selling with something I'm selling a service okay tell me the service uh I have an on-site Fleet Service we Service uh no no but tell me tell me what are you going to try to sell me ready 10 seconds what do I what can I buy from you all right so no no no what what what can I buy onside Fleet Service like can I buy a service like you're going to service my car or like i' I'm I'm written a diesel from you like what is it uh so you have 38 wheelers hey Andy uh pass by I saw you have eight 30 18 wheelers 30 trailers uh we have we offer a okay so you you see I have a fleet of trucks and you want to service them yes okay are you ready yes okay hey you come to me which by the way you come to me you C you cold pitch people am I right like if you find out they have a fleet do you go over there and talk to them yes okay so you cold pitch people because you don't know these people they don't request information about your service you go talk to them first yes okay you guys get it he cold pitches people so he he finds out I got 18 18 wheelers whatever sitting over here or I've got a fleet of whatever right he walks over he's like hey man what's going on I just want to tell you obviously got a big Fleet I don't know who your do your service but I'd like to take over that account am I correct correct okay hey I really appreciate it but I've already got somebody I've been using for the last eight years I'm good go come on that's that objective no no no no what are you going to say though like you say I'm out um hey guys what's going on it's Andy a lot you leave comments tell me that you need help do me a favor I'm going to tell you the best way to get a hold of me shoot me a text message right now 918 21254 918 21254 I'll help you with whatever you need I got your back for life let's get back to the video Hey listen my name is Michael I know we haven't met yet but what I've learned and research shows that a lot of these service truck companies that there big service truck companies that does your stuff do they have a lot of accounts yes yeah what I've learned is as they become bigger accounts they forget about their customers okay my name is Michael I'm only looking to take on about 10 or 15 Fleet accounts that's it you know why because service of my customers at the highest level is extremely important to me look I'm going to ask you a question you sound really loyal to the company you're currently with I'm wondering if that loyalty is coming back to you as little as you are to them can I ask you a question have you noticed any discounts come across your your table in the last year where they've allowed you to save money by being a little customer probably not you know what I've learned by buying Insurance my insurance company I had the same insurance company for 10 years you know who they were giv the best deals to new customers and I overpaid as a loyal customer this is what we commonly see which is why I never want to be one of the big guys what I want to do is that I want to find 10 15 clients that I can give everything to and that I want to be loyal to and I want to make sure that when you spend your money the job gets done right but also you say save as much as you can cuz I understand this isn't a nonprofit would you agree yes can I ask you a question would you mind if you showed me what you currently are doing now with what you have and if I could offer something better with even more loyalty would you allow me to at least give you a f minute proposal could I show it to you absolutely okay here's my point what did I do I said have you noticed a lot of these guys get really big and you're really loyal to them but the question is how loyal are there to you see I promise you there is a way to frame every conversation to get people to turn around their decision does that make sense yeah okay now listen I'm just going to say something right you you seem a little bit scared and I know you're starting a new business but I need you to understand something you're going to have to not be afraid of nothing you're going to have to walk in like that's your freaking Fleet can I explain this to everybody if I want to take an countdown I'm gonna walk in like that's my place if you're a Salesman and you work in a company and you don't walk in like that's your company you're going to get your ass kicked those are my cars that's my lot that's my finance department that's my dealership this is my business I'm not an employee this is my business my business so I take care of my sh I walk over my office is always clean because that's my business I need you to understand something when you walk in you need to walk in like you own it don't walk in like you're trying to crowd please walk in like you own it and then you walk out like you sold it like Brad Lee always says you walk out like you sold it like I just sold that [ __ ] that's done that's easy you walk in like you own it though people can see in your eyes when you're scared people can see in your eyes that you're praying don't hit me with something okay or I'm hoping don't hope people are going to do nothing see this see this mind I want to give you an example okay do you want people to have the courage to give you an option to see a proposal yes or no do you want people to do something they've never done an exception just one time to do something different with with you yes or no yeah okay well you're going to have to let them borrow that courage okay when I'm sitting at a kitchen table with a family or I'm sitting down in a dealership with a client they can get the courage from me to pass go and move forward I'm going to give them the courage who else are they going to get it from they going to call a buddy people are scared all the time who do they need they need somebody to give it to them who are they going to get it from from you comes from you man I'm going to say this one last time security where does it belong inside of you most people in this world they find security in jobs in money in cars in houses that's the reason why they're overliving all their [ __ ] is deaded out once they have to downgrade it kills them I'm going explain something to you when I sit at the kitchen table with my family my three kids and my wife which needs to be what you do your family needs to look into your eyes and say we're good my husband he's good we can lose it all today we'll have it tomorrow come on I see it that's the man I have sitting in the kitchen table with me in my that's what I want to see with you when I'm sitting with the client and they look across who else they going to buy from come on man who else you going to do business with come on who who is going to give them that belief you people need something to believe in in a world where nobody believes in sh anymore that's you somebody needs to freaking have the [Applause] confidence hey guys I just want to tell you you're the true one centers you made it till the end of the video do me a favor share it with the friend that wants to go to another level make sure you like the video comment below so I know who you are set your notifications and then subscribe to the channel we got daily sales trading videos dropping I'll see you soon